The Sales Process Flashcards
Sales Process Rule #2
Know the purpose and benefits of each step
Sales Process Rule #3
Never skip a step
Sales Process Rule #4
Always get answers to questions you ask
Sales Process Rule #5
Always handle customers originations and objections
Sales Process Rule #6
Always be positive with everything you do
Sales Process Rule #7
Always agree with the customer
Sales Process Rule #8
Always approach each step from the mode of service.
Sale Process Step #1
Attitude
Your manner, disposition or feeling about something. Includes your mental state, your expectations, your dress, your posture and your facial expressions.
Sales Process Step #2
The Greeting
What to say, what not to say, what to expect and how to handle the customer to build rapport, get on common ground and move into the following steps.
Sales Process Step #3
Fact Finding
The questions asked to determine what is vital, what is wanted and what is absolutely critical to your buyer so you can put your buyer on the right product and know how to communicate in a way that builds value.
Sales Process Step #4
Appraisal or Buyer Profile
Is used when the buyer is trading something in and should also be tapped into when there is no trade. This sets up the selection, the demonstration and is vital in the negotiations so that you know how to structure your transaction.
Sales Process Step #5
The Selection
This is a vital step to identify the correct product or products that are most suitable to satisfying the buyers wants and needs and their patterns.
Sales Process Step #6
Demonstration
This step is where you take the time to show the features and benefits of the product selected; The features and benefits. Demonstrate those in a manner that creates urgency and desire for ownership now.
Sales Process Step #7
The Trial Close
The step tests where the buyer is in the ownership process and determines whether your product is right for them and how close they are to purchasing.
Sales Process Step #8
The service walk
It can be beneficial to demonstrate the strength of your company not to just sell the customer but service them after the sale.
Sales Process Step #9
The Write Up
Vital. Where you present a proposal and enter into negotiations; without a write up all the other steps that came before and will follow are a waste of energy. Write up every customer, no exception
Sales Process Step #10
Negotiations
Misunderstood by most to mean a discount or cut in price when what it means is a come to an agreement that all parties can agree on; it’s not back-and-forth it’s an agreement.
Sales Process Step #11
The Close
Using specific technology to get agreement and action to exchange things of value with each other.
Sales Process Step #12
The Delivery
Delivering the product so the customer’s happy and understands how to use the product, this improves customer satisfaction and ensures repeat and referral customers.
Sales Process Step #13
Follow-up
Creatively stay in touch to ensure continued satisfaction and repeat and referral business. Follow-up includes using the phone, email, mail, videos and personal visits.
Sales Process Rule #1
Know the Steps
Sales Process Mistake #1
Go at a customer with a random approach. You’ll be lost entire time thinking what to do next, how to connect and what to say next. Know exactly what step you’re on at all times and where you’re going next.
Sales Process Mistake #2
Skip steps. Each step applies to every customer with no exception.
Sales Process Mistake #3
Skip in order to speed things up.
